National Partner Manager – SHI Lead

Sophos•Austin, TX

19h•Remote

About The Position

The National Partner Manager – Lead, SHI is responsible for leading the strategic relationship between Sophos and SHI. This role will drive revenue growth, partner alignment, and field execution across Sophos’ cybersecurity portfolio, including endpoint, network, cloud, and managed detection and response (MDR) solutions. This leader will manage a team of channel professionals and work cross-functionally to expand Sophos’ footprint within SHI, accelerate pipeline creation, and deliver measurable business outcomes.

Requirements

7–10+ years of experience in channel sales, alliances, or partner management within cybersecurity or enterprise technology
Proven success managing large national partners, ideally SHI, or similar Nationals
Experience leading teams and driving consistent revenue growth through indirect channels
Strong understanding of cybersecurity solutions (endpoint, firewall, MDR/XDR)
Demonstrated ability to influence executive stakeholders
Experience in a partner-first or channel-centric go-to-market model

Responsibilities

Develop and execute a national partner strategy for SHI aligned to Sophos’ growth priorities
Drive net-new customer acquisition and expansion across SHI’s enterprise, mid-market, commercial, and public sector segments
Build and own joint business plans (JBPs), including revenue targets, pipeline goals, and solution alignment
Increase attach-rates of high-value offerings such as MDR and recurring services
Lead, coach, and develop a team of Channel Account Managers and Partner Development resources aligned to SHI
Establish clear KPIs (pipeline, bookings, attach rates, partner-sourced revenue, certifications)
Create a high-performance culture centered on accountability and execution
Build and maintain executive-level relationships across SHI’s sales, security, SE, and services organizations
Act as the executive sponsor for the SHI partnership within Sophos
Lead QBRs and EBRs to track performance and alignment to strategic priorities
Drive tight alignment between Sophos regional sales teams and SHI sellers
Ensure SHI account teams, engineers, and services organizations are enabled on Sophos solutions and differentiation
Partner with marketing to execute joint demand generation campaigns, events, and digital programs
Own pipeline creation, progression, and forecast accuracy for SHI-driven business
Implement consistent deal inspection cadence and pipeline hygiene standards
Use data to identify whitespace, performance gaps, and growth opportunities
Promote Sophos’ platform approach, emphasizing synchronized security across endpoint, network, and cloud
Position MDR/XDR as strategic growth drivers within SHI
Align with SHI services teams to integrate Sophos into managed and professional services offerings
Optimize engagement models, coverage, and incentives to scale partner productivity
Ensure alignment with Sophos channel programs, pricing strategies, and partner tiers
Collaborate cross-functionally to remove friction and accelerate deal cycles